Early adopters count. Learning how to channel the energy caused by market change helps you find high potential opportunities, approach them when they are ready to buy, and build sales momentum. So,Cheap Gaines Adams Jersey, you can close deals faster and sell more efficiently. Markets are dynamic systems that create the energy required to fuel change. If you can harness market energy you can use it to drive your sales and build market share. Markets are microcosms. Markets create energy. The potential value of the new market depends on how innovative the new technology is. The more "discontinuous" the innovation, the greater the potential value of the market. You can use technology adoption theory to help you forecast the market tipping point. Applying this timeline of market development optimizes your prospecting efforts and increases the likelihood that you will be in the right place at the right time. The tipping point is the bull's-eye. Early adopters are critical to the long-term viability of your solution because they help you establish a credible track record early in the market. This credibility is critical to building market share as the market evolves. Market trends, adoption motivations and market segmentation vary by territory. You can't count on marketing to be right about what may be happening in your territory or accounts. The ability to develop a Market Map and use it to identify prospects is a critical sales skill. Change happens fast. Why is more useful than how much. For sales people, qualitative market information that explains why customers will buy your technology solution is more useful than quantitative data about the market. The greater the change,Cheap Toby Gerhart Jersey, the greater the wealth it creates. Technology creates wealth. Defining market segments into logical groups of buying behaviors helps you find high potential prospects and create compelling account development strategies. Segmentation focuses you on energy sources. The enabling properties of technological innovation create new resources and demand, which in turn creates new sources of wealth. Technology markets are unique because they are based on the economics of abundance,Cheap Chris Williams Jersey, not scarcity. Technology adoption theory explains how new markets develop. Markets tend to develop slowly in niches and then mushroom into the mainstream. It takes as long for a market to reach 10% adoption as to grow from 10% to 90% adoption. This month we have discussed how to harness market energy so you can be in the right place at the right time. Here is a summary of what you need to remember: